Face to face reclame:..................................................................................................................................... 4
Toepassing............................................................................................................................................................4
3. Eerste contact met potentiële.................................................................................................................. 15
Belscript oefensessies:........................................................................................................................................16
Argumenten:..................................................................................................................................................18
4. Voorbereiding van het verkoopsgesprek................................................................................................... 18
Vooraf:................................................................................................................................................................18
Achteraf:.............................................................................................................................................................18
6. Klantoriëntatie......................................................................................................................................... 19
Stappen in de klantenoriëntatie:........................................................................................................................19
7. De verkoopargumentatie......................................................................................................................... 20
,8. Omgaan met bezwaren............................................................................................................................ 21
BADSOC MODEL:................................................................................................................................................21
9. Afsluiting van het verkoopgesprek........................................................................................................... 23
10. De follow-up.......................................................................................................................................... 23
Hoofdstuk 4: overige aspecten met betrekking tot verkoop...................................................................24
Plaats van ”Verkoop”................................................................................................................................... 24
3. Uitbrengen van een offerte...................................................................................................................... 26
Offerte-stappen (4):............................................................................................................................................27
Uitbrengen van een offerte................................................................................................................................27
Na de offerte......................................................................................................................................................27
Hoofdstuk 5: Algemene marketing / het marketingsproces....................................................................29
Inleiding: wat is marketing?......................................................................................................................... 29
Definitie Marketing........................................................................................................................................29
Definitie marketingmanagement..................................................................................................................29
Het marketingsproces.................................................................................................................................. 29
Stap 1: de markt en afnemersbehoeften doorgronden.....................................................................................30
Stap 2: Klantgestuurde marketingstrategie ontwikkelen..................................................................................30
Stap 3: Een marketingplan en –programma opstellen......................................................................................31
Stap 4: Winstgevende klantrelaties opbouwen.................................................................................................32
Stap 5: Waarde van klanten realiseren..............................................................................................................32
2.Prijs.......................................................................................................................................................... 41
3 methoden om de prijs van een product te bepalen........................................................................................42
(1) De kostprijs plus methode = kostengeoriënteerde prijsstelling..............................................................42
Hoe prijs bepalen................................................................................................................................................43
Belangrijke punten bij eigenlijke prijszetting.....................................................................................................43
Afroomprijsstrategie......................................................................................................................................43
Sequentiële afroming....................................................................................................................................43
Penetratieprijszetting....................................................................................................................................44
Penetratiestrategie........................................................................................................................................44
Gedrag onder invloed van de prijs................................................................................................................45
3. Plaats (distributiebeleid).......................................................................................................................... 45
Directe of indirecte distributie............................................................................................................................45
Directe of indirecte distributie............................................................................................................................45
Horizontale en verticale integratie.....................................................................................................................46
Verticale integratie: heel productieproces in handen...................................................................................46
4. Promotie.................................................................................................................................................. 46
Een joint venture ..........................................................................................................................................47
public relations...................................................................................................................................................47
De 7P’s........................................................................................................................................................ 47
Psysical evidence/environment..........................................................................................................................48
Processen............................................................................................................................................................48
Test jezelf..................................................................................................................................................48
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